Mô tả Công việc
• Team Leadership & Capability Building: Build, coach, and lead a high-performing Account Management team with clear account ownership, commercial discipline, customer engagement standards, and measurable MBO/KPI targets.
• Existing Customer Strategy: Develop strategic account plans for key existing customers, including retention roadmap, same-store-sales growth opportunities, renewal strategy, white-space mapping, and joint business planning.
• Retention & Business Expansion: Lead account retention, contract renewal, upsell/cross-sell for new-store-sales, service scope expansion, and customer network synergy to protect revenue and deliver profitable growth across warehousing, transportation, omnichannel under Maersk Contract Logistics services.
• Strategic Customer Relationship Management: Build senior-level, trust-based relationships with customers networks; act as escalation owner for critical topics while positioning MCL as a trusted advisor rather than a transactional service provider.
• Commercial Governance & Profitability: Ensure account plans, rate cards, pricing actions, contract renewals, and new service requests are aligned with MCL business rules, approval matrix, margin expectations, billing requirements, and risk controls.
• Cross-functional Leadership: Lead strong collaboration with Operations, Solution Design,
Business Development, Finance, Legal, IT, Middle Mile, Procurement, and regional/global AM teams to design customer solutions, resolve bottlenecks, and execute account growth initiatives.
• Performance Management & Customer Health: Establish and monitor customer health indicators.
• RFQ, Renewal & Project Execution: Lead or oversee RFQs, renewal negotiations, expansion projects, solution presentations, investment approvals, and implementation handovers to ensure competitiveness, governance compliance, and customer satisfaction.
• Risk, Compliance & Contract Discipline: Identify commercial, contractual, operational, billing, confidentiality, and service risks early; ensure proper escalation, documentation, approval, and corrective actions in line with company governance.